Ecosystem Specialist, Indonesia

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Were obsessed with making hard work pay off for our people our customers and the world around us. As a Fortune 500 company and a leading AI platform for managing people money and agents were shaping the future of work so teams can reach their potential and focus on what matters most. The minute you join youll feel it. Not just in the products we build but in how we show up for each other. Our culture is rooted in integrity empathy and shared enthusiasm. Were in this together tackling big challenges with bold ideas and genuine care. We look for curious minds and courageous collaborators who bring sun-drenched optimism and drive. Whether youre building smarter solutions supporting customers or creating a space where everyone belongs youll do meaningful work with Workmates whove got your return well give you the trust to take risks the tools to grow the skills to develop and the support of a company invested in you for the long haul. So if you want to inspire a brighter work day for everyone including yourself youve found a match in Workday and we hope to be a match for you too.

About the Team

About the Role

Role Summary:
Workday is seeking a highly motivated and results-oriented Ecosystem Specialist to drive execution across a defined portfolio of partners within Indonesia. This individual contributor role is critical for scaling Workdays business by managing day-to-day partner relationships executing joint go-to-market (GTM) strategies and ensuring our partners meet their pipeline and revenue contribution targets. The ideal candidate will be a strong operator skilled in sales execution and adept at building effective working relationships across both Workday and partner organizations.

Key Objectives:

• Meet sourcing & influencing targets.

• Increase presentation rates and influence with our partner ecosystem.

• Design and execute channel (VAR/Resell) strategies for Indonesia

• Drive the execution of the GTM with all our partners in Indonesia from pipeline to deal execution to closing to customer and partner satisfaction.

• Connect Partner stakeholders to Workday Sales building alignment transparency relationship and joint agreement on plans and targets on individual prospects and industries at detailed level.

Key Responsibilities:

Channel Execution & Sales Alignment

• Pipeline Generation & Influence: Work closely with partners and the Workday sales team to execute joint prospecting opportunity identification and pipeline development activities to meet specific sourced and influenced ACV targets.

• Deal Management: Drive the execution of the GTM with partners in the field actively managing partner-related deals from pipeline to closure and ensuring partner involvement drives success.

• Sales Enablement: Ensure partner sales teams are fully enabled on Workdays latest offerings and GTM strategies increasing presentation rates and solution influence within joint accounts.

• Relationship Management: Serve as the primary point of contact for a portfolio of partners building strong transparent and aligned working relationships with their sales and functional leaders.

Partner GTM & Operational Rigor

• GTM Plan Execution: Own the day-to-day execution of joint GTM and acceleration plans across key industries and verticals with assigned partners.

• Certifications & Alignment: Work with Workday enablement and solution architects to drive partner technical alignment ensuring partners achieve and maintain required certifications and badges.

• Operational Excellence: Track and report on partner performance metrics including pipeline development partner-sourced revenue and consumption growth ensuring operational rigor in governance and reporting for assigned partners.

• Escalation Point: Act as the first line of escalation for day-to-day sales and operational issues between Workday field teams and the assigned partners.

Ecosystem Integration

• Market Expansion: Support the execution of channel (VAR/Resell) strategies to help expand Workdays reach into new markets and customer segments within Indonesia.

• Cross-Functional Collaboration: Connect partner stakeholders with the appropriate Workday Sales Marketing and Professional Services teams to build deep alignment and joint agreement on plans for individual prospects and industries.

About You

Required Skills & Qualifications:

• Experience: Minimum of 5-7 years of relevant experience in technology sales channel sales or alliance management ideally within the SaaS or enterprise software industry.

• Regional Knowledge: Proven working knowledge and experience with the Indonesian market landscape and regional partner dynamics. Fluent in Bahasa Indonesia and English.

• Partner Management: Demonstrated success in managing partner relationships and executing joint sales/GTM plans to achieve measurable revenue and pipeline goals.

• Sales Acumen: Strong understanding of the enterprise sales cycle and the role of channel partners in driving both sourcing and influencing revenue.

• Communication: Exceptional written and verbal communication presentation and negotiation skills with the ability to articulate complex solutions clearly.

• Drive & Ownership: Highly results-driven self-starter mentality with a proven ability to operate independently and drive operational rigor.

Our Approach to Flexible Work

With Flex Work were combining the best of both worlds: in-person time and remote. Our approach enables our teams to deepen connections maintain a strong community and do their best work. We know that flexibility can take shape in many ways so rather than a number of required days in-office each week we simply spend at least half (50%) of our time each quarter in the office or in the field with our customers prospects and partners (depending on role). This means youll have the freedom to create a flexible schedule that caters to your business team and personal needs while being intentional to make the most of time spent together. Those in our remote home office roles also have the opportunity to come together in our offices for important moments that matter.

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